Downloaded 68 times
More Related Content
Eq for sales
- 1. Emotional Intelligence forSales Managers
- 2. Challenges faced bySales Managers Introduction • Sales is a unique endeavour with definite start and end • Sales inefficiencies cost million dollars to the organization Challenges faced by Sales Managers 1. Sales constraint – Cost, Quality, Time, Scope & Risk 2. Stakeholder conflict 3. Layers of staff, Vendors & sub contractors 4. Sales priority for the organization 5. Virtual teams Sales Manager need to exhibit both Business & People skills EQ / Sales Managers IP / Metahumin Consultancy Pvt. Ltd/ Sanjeev Joshi
- 3. BUSINESS SKILLS Sales integrationManagement Sales Scope, Cost, Quality Management Time Management Human resources Management Risk Management Communications Management Stakeholder Management Domain Expertise PEOPLE SKILLS Self Awareness Self-Management Social Awareness Relationship Management Team Leadership Business vs. People skill Soft skills cannot be replaced by hard work EQ / Sales Managers IP / Metahumin Consultancy Pvt. Ltd/ Sanjeev Joshi
- 4. EQ model fordeveloping people skills EQ Model for Sales Management 1. Self Awareness 2. Self-Management 3. Social Awareness 4. Relationship Management 5. Team Leadership Soft skills cannot be replaced by hard work Self – Awareness Self-Management Social Awareness Relationship Management Team Leadership EQ / Sales Managers IP / Metahumin Consultancy Pvt. Ltd/ Sanjeev Joshi
- 5. 1. Self-Awareness • Observations •Self SWOT • Risk Taking abilities • EQ edge for Sales Manager • Emotional self Awareness • Accurate Self- Assessment • Self Confidence • Practitioner’s perspective • Clarity for overarching goals • Intrinsic motivation • Optimism Sales Management begins with self assessment EQ / Sales Managers IP / Metahumin Consultancy Pvt. Ltd/ Sanjeev Joshi
- 6. 2. Self-Management • Observations •Responding vs. response • Standing tall in difficult situation • HALT ( Hungry, Angry, Lonely & Tired) • EQ edge for Sales Manager • Self Control • Practioners perspective • Know thyself • Brace-up, resourceful & support • Self renewal A strong sense of deploying capabilities for expected outcome EQ / Sales Managers IP / Metahumin Consultancy Pvt. Ltd/ Sanjeev Joshi
- 7. 3. Social-Awareness • Observations •Stakeholder cost-benefit, value analysis due to Sales delay • Overall impact of Sales • EQ edge for Sales Manager • Empathy : Learn & practise to work along diverse set of people • Organizational awareness : Current of emotions & political realty in a given organization. Leverage value & culture. • Seeing others clearly : Wright-wrongs. • Practioners perspective • Demonstrate early wins • Outsmart stakeholders • Seek best in other’s. Set performance bar high Practise empathy. Leverage organizational assets.
- 8. 4. Relationship Management •Observations • PM lacks desired authority • Resources & support • Conflicting requirement • EQ edge for Sales Manager • Stakeholder relationships : Relationship strategy & nurturing relationship • Developing others : Team skill building & passing baton • Truth Telling : speak your mind • Practioners perspective • Apply EI basics • Coach others • Communication : 1to1, Lunch, Town hall • Recognize others frequently Recognition is powerful yet underused tool in PM’s arsenal EQ / Sales Managers IP / Metahumin Consultancy Pvt. Ltd/ Sanjeev Joshi
- 9. 5. Team Leadership •Observations • Lack of stakeholder engagement • Trust on vision & leadership • Lack of leadership for Leading Change towards better tomorrow • EQ edge for Sales Manager • Communication • Conflict Management • Inspirational Leadership • Practioners perspective • Case good vision & mission. Lead team by values. • Listen & Respond with empathy • Improve meeting by making them productive • Use all 5 types of conflict management techniques-Compromising, Smoothing, Forcing, Avoiding, Confronting • Hire & train Sales resources As a PM you leave or die by your resources EQ / Sales Managers IP / Metahumin Consultancy Pvt. Ltd/ Sanjeev Joshi
- 10. Climbing the SalesLadder© inTelecom – Functional Perspective Market Research Understanding Sales & Marketing Function Accounts & Channels Competition Tracking Being a Sales Director Sales Planning Sales Strategy Marketing Communication Finance for Non Finance Demand Generation Demand Fulfillment Reporting Key Account Management Channel Management Competitive Positioning Marketing Business to Business Business to Consumer Business to Government Sales as a Competency Sales as a Company Culture Selling Skills & tools Contracts Management Pre-Sales Segments, Verticals, Regions Domestic, Exports Customer centric Innovation Managing Industry & Ecosystem Dynamics Being a Brand Ambassador Team work and Co-ordination Forecasting Being a Sales Manager Products, Solutions, Services Being a Sales Leader Ethics and Dilemmas Being a Leadership Team Member Building a Successful Career in Sales Entry Level Manager Level Leader Level Functional knowhow gaps can be filled by appropriate training modules Some of these modules can be chosen by the candidates as a part of their learning goals
- 11. Key takeaways EQ /Sales Managers IP / Metahumin Consultancy Pvt. Ltd/ Sanjeev Joshi Social awareness – Practise empathy Encourage Sales Manager’s on building people skills Self Awareness – Assess & Improve yourself Self Management – Manage & deploy resources well Relationship Management- Build strong network Team Leadership – Become resonant leader